How To Target The People That Already Know, Like and Trust You!

How To Target The People That Already Know, Like and Trust You!

Hey, what’s up everybody? It’s Chris Johnstone here and I just finished the monthly First National Financial webinar that we do, helping mortgage brokers build their businesses using social media marketing and digital marketing.

In this month’s training we went through what I consider to be the number one low hanging fruit that most mortgage professionals are totally ignoring while they trying to scale Facebook advertising.

When you’re running ads on Facebook, most people that come to us and they do a consultation with one of our success specialists, they’ll come on the call and say, “Hey, here’s what I’m doing and why isn’t it working?”

Oftentimes we’ll find that people are focusing on cold audiences first, so they just go into Facebook, they go into Ads Manager, they select people that are interested in real estate or mortgages, and then they start running ads directly to that cold traffic, which absolutely will work, but there’s a more refined way to capture the low hanging fruit before you get to that phase, okay?

So if you’re looking for a lower dollar volume ad campaign that you can put into the marketplace and get response from, I highly recommend that you go into your audiences inside the Facebook Ads Manager, upload your list of past customers and your center of influence. These are the people that know you, like you, trust you, refer you business anyway, but these people are busy, just like you and just like me.

It’s not their fault that they don’t refer you 100% of the business that they could. Let’s face it, they go out to the local hockey game or whatever and they sit down in the dressing room with their buddies, and buddy one says to buddy two, “Hey, I’m getting a house,” and at that point that person needs to remember to refer you.

By showing very high-quality ads like this one that I’ll show you here in just a second on Facebook just to your center of influence and just your past customers, with as little as like $5 a day you can remind those people that you are in the business of referrals and make sure that they have your contact information when that referral needs to happen.

So right here … We call this our past customer magnet. There are essentially five different types of ads that we run. This is one that we’re running for one of our clients right now in our Done For You program. This is going out to his past clients and his past customers.

I’ll show it to you for just a second. Basically it says, “Eugene is a blessing to work with. He was thorough when explaining the home buying process and also very patient. We were first time buyers, so we had a lot of question. Check out our website to see what we can do for you,” or in the headline it gives his name and his phone number.

Now remember the only people who are going to see this ad on Facebook are people that know, like and trust that particular loan officer. So when they see that once or twice a month, it triggers in the back of their mind that you are in the business of referrals and you get more referrals. You get more calls and you get people that send you more business.

So make sure that you take advantage of that in your business and that you’re going after the low hanging fruit as well as those cold audiences with your offer. I hope this serves you.

Now if you’re looking to get a better response from all of the advertising that you’re doing on Facebook, I’d like invite you to an upcoming training that I’m doing with Carl White. I’m going to show you advanced targeting techniques that go beyond this, that show you how to get the highest quality customers.

I’m going to show you our chat bot campaign. Bot is B-O-T, and it automates the process of essentially a short form loan application right through Facebook Messenger with a client. They’re working exceptionally well right now and generating very high-quality leads.

I’m going to show what they are, how to set them up, how to run it in your own business. I’m also going to show you one other technique that we’re using to actually capture the lead, and then I’m going to show what to do with the leads once you get them in the funnel so that they book an appointment with you or just reach out and call you.

So I’m going to show you the ringless voicemails that you need to send, the text messages that you need to send to those people, and the email templates to send out to those people over time so that when they’re ready to get a mortgage they reach out to you, and you never have to cold call or chase another lead again.

That solves all three of the problems that people typically have with advertising on social media, how to target the right people, how to give them the right offer, and how to follow up with them and turn them into actual customers. I think you’re absolutely going to love it.

So if you’d like access to that training just leave a comment below. Just say, “Yes, I want access to this training. Chris, help me out,” whatever it is. And if you’ve been enjoying these videos please click the share button. Share this with other people that you know in the mortgage industry. There’s more than enough for all of us out there, and if you help me spread the word I would really appreciate it.

My name is Chris Johnstone. I’ll see you in the next video. All right, later.

If you want access to this training on how to really follow up with your leads effectively, contact us today!

A thriving Canadian entrepreneur. A loving father and husband. A blossoming philanthropist. The CEO of an innovative Digital Marketing Agency.
Johnstone has mastered the art of digital marketing on numerous platforms (Facebook, Google, YouTube, Instagram - to name a few) which has given him the unique ability to assist hundreds of loan officers, realtors, lawyers, financial planners, and insurance agents with growing their businesses online.
He continues to grow his skills and hone his craft and is ready to bring you up to speed on the latest and greatest in the digital marketing world!